Remove sales

The Point

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22 Potential Touchpoints for Your Next ABM Sales Play

The Point

When designing sales plays as part of your Account-Based Marketing (ABM) strategy, it pays to start with a few key questions: 1. Touchpoints in an ABM sales play can be almost any form of communication: email, phone, social media, direct mail, even in-person outreach. View the prospect’s LinkedIn profile. Click To Tweet.

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How Should I Market to Purchased Lists?

The Point

We have a debate between our marketing and sales teams on whether the best approach is marketing emails, sales outreach, or something else. More times than not, however, the best approach is a segmented strategy that combines targeted sales outreach complemented by marketing support. Curious as to your opinion?”. Click To Tweet.

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MDF Funds & How to Use Them

The Point

In uncertain economic times, Market Development Funds (MDF) can be a precious resource for channel partners (resellers, distributors, ISVs) looking for budget to fund sales and marketing activity. Or an ad on LinkedIn. If you do invest in lead generation, set clear expectations for sales follow-up. Be realistic.

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10 Tough Questions to Evaluate Your Target Account List

The Point

The target account list is the foundation for any successful ABM initiative, and yet, too often, selecting accounts can be an aspirational exercise (“these are the accounts sales says they want to go after”) versus one based on hard facts, research, and data-based insights. Can you define the tier that the account should be? (1:1,

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The Case for Allowing Personal Emails on Lead Gen Forms

The Point

In a recent LinkedIn poll , almost half of the respondents (46%) indicated they’d rather force prospects to enter business emails on forms, even if it resulted in higher abandonment rates. Should you allow prospects to enter a personal email address when they fill out lead gen forms? B2B marketers seem divided on the question.

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How to Answer a Question: 5 Tips for Making the Most of LinkedIn

The Point

One of the biggest clients of my 15+ year agency career was won as a direct result of a question to which I responded on LinkedIn , the popular business networking site. LinkedIn now boasts more than 60 million registered users , but far fewer than that number are active members in group discussions and in LinkedIn’s “Answers” section.

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18 Common Features of a Best-in-Class Lead Nurture Program

The Point

Immediate, quick-fire response to new leads (ex: 2-3 emails over 7 days) to complement BDR follow-up and increase sales engagement, potentially leveraging AI technology like Conversica to optimize lead qualification via automated, two-way conversations. 18 Common Features of a Best-in-Class Lead Nurture Program #leadnurturing Click To Tweet.